There are numerous zoos located worldwide, and the San Diego Zoo is considered a great place with perfect conditions that suit many different animals. In 1987, the Zoo received a pair of giant pandas from the People’s Republic of China for a short period (Weiss, 2012-2013). Since the benefits of the pandas’ arrival were colossal, the Zoo decided to bring them again after returning to China, but the Chinese colleagues were not excited about this offer. In this case study, I will assume the role of Douglas Myers, the executive director of the Zoological Society of San Diego. The purpose of this paper is to discuss several questions and topics related to the case, including the parties’ goals, their interests, plans for negotiation, and options for mutual gain.
Regarding negotiations, it is common for parties to have goals and objectives that are opposed to each other, and the situation is similar in the San Diego Zoo case. First of all, as the executive director, I can evaluate the success and benefits that the short-term presence of pandas has brought to the Zoo. Therefore, the goal of the San Diego Zoo is to convince our Chinese colleagues to re-enter an agreement with the Zoo and allow us to take the pandas for a longer period (Weiss, 2012-2013). At the same time, the Chinese colleagues aim to keep the pandas to make sure they are safe.
Since the US and Chinese business leaders have different values and priorities, there may be a conflict during the negotiations between the San Diego Zoo and the Chinese colleagues. According to Shonk (2021), the type of this conflict will be intercultural. Stereotypes usually affect people, and it will probably be challenging for the parties to concentrate on the positive sides and future common benefits instead of the cultural differences.
The San Diego Zoo has worked with Chinese zoos since 1979 (Weiss, 2012-2013). Several times, the Zoo helped the Chinese colleagues take care of endangered animals, and all agreements were rather successful. Therefore, the relationship between the zoos is good. However, the negotiations may be affected by the overall relationship between the United States and China. According to Wei (2019), both countries see their responsibilities and agreements differently, and there is a conflict between the parties, which may hinder the zoos’ negotiations.
As the executive director, I must ensure that the negotiations are planned carefully. First, I must set the San Diego Zoo’s goals and do my research on Chinese business values and principles (Lindenbauer, 2020). Then, I will try to build trust by reminding our Chinese counterparts about our successful years of working together. Finally, I will tell them about our objectives firmly but empathetically.
If the San Diego Zoo fails to convince the Chinese colleagues to provide them with a couple of pandas for a longer period, the Best Alternative to a Negotiated Agreement (Subramanian, 2021) would be to offer a shorter period or ask the Chinese zoos to provide us with other rare animals. As for the parties’ interests, Chinese zoos want to preserve endangered animals and ensure they are taken care of. They are not aimed at expanding their global connections as they have only loaned the pandas to several zoos all over the world (Weiss, 2012-2013). At the same time, the San Diego Zoo is interested in increasing their profit and also educating their visitors about pandas. The option for both parties’ mutual benefit is to determine a shorter period for the pandas to stay at the San Diego Zoo. In case of repeated success, the Chinese colleagues are convinced of the safety of this decision and can choose to extend the period.
References
Lindenbauer, K. (2020). 10 steps to successful negotiations. The BD School. Web.
Shonk, K. (2021). Types of conflict in business negotiation—and how to avoid them. Harvard Law School. Web.
Subramanian, G. (2021). What is BATNA? How to find your best alternative to a negotiated agreement. Harvard Law School. Web.
Wei, S. J. (2019). Why the US and China see negotiations differently. Columbia Business School. Web.
Weiss, S. E. (2012-2013). Negotiating about pandas for the San Diego Zoo (A), case 2. In R. J. Lewicki, B. B. Barry, & D. M. Saunders, Negotiation: Readings, exercises and cases (7th ed, pp. 636-653).